This is an individual contributor role with heavy leadership expectations. You are the 'CEO of the Account', responsible for the following:

• Full-Spectrum Capture & Quota Ownership: Carry and exceed a multi-million dollar annual revenue quota.
• Tactical Execution: You don't just delegate; you execute. You will personally draft high-impact white papers, lead the development of complex proposals, architect deal structures, and navigate the nuances of defence contracting.
• Operational Transition: Once the deal is signed, your job isn't over. You will continue to lead the account, ensuring that the delivery team enables mission success.
• Renewal, Expansion, & Growth: Own the long-term account strategy. You are responsible for identifying the next use case, securing the follow-on funding, and driving the 10x growth that turns a single deployment into a department-wide enterprise standard.
• Direct Agentic Solutioning: Work in the weeds with technical teams and end-users to co-design Agentic AI workflows.
• SI & Prime Orchestration: In partnership with Scale's Partner Managers, you will actively manage and negotiate with Tier 1 Systems Integrators (SIs) and Defence Primes to ensure Scale is the agentic AI engine of their larger programmes.

You will be responsible for identifying and pursuing new business opportunities, developing and executing sales strategies, and building and maintaining strong relationships with key stakeholders.

The ideal candidate will have a strong background in sales, a deep understanding of the defence industry, and excellent communication and interpersonal skills.

This role is eligible to earn commissions.

Compensation packages at Scale include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training.

About Us:

At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact.

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You will be embedded with our most strategic customers from the very first sales call, all the way through to a production-ready solution. You will be the 'product manager' for the customer's problem, responsible for the 'why' and 'what,' while our FDEs (Engineers) will be your partners responsible for the 'how.'

As a Deployment Strategist, you are the critical bridge between a customer's multi-million dollar business problem and Databricks' technical solution. You are a 'product manager for the field,' owning the entire non-technical lifecycle of an FDE engagement.

Your responsibilities will include:

• C-Suite Scoping & Value Definition: Partner with Sales to perform deep discovery, map the customer's organization, quantify the business value ($10M+ problems), and define the pilot (MVP, success criteria, timeline).

• End-to-End Product Ownership: Act as the 'CEO' of the project by authoring the PRD, prioritizing the engineering backlog, relentlessly managing scope, and acting as the primary hands-on QA tester.

• Agile Project Execution & Delivery: Drive the FDE build team via an agile process, manage all stakeholder communications from the C-suite to individual engineers, and act as the 'escalation manager' to unblock all technical or political issues.

• Solution Launch & Landing: Own the 'Day 0' launch, manage the war room, and drive the solution from launch to full adoption by capturing user feedback, iterating, and proving the defined business value.

• Strategic Handoff & Growth: Scope the ongoing maintenance plan, create customer documentation/training, and leverage your trusted advisor status to identify the next high-value FDE engagement.

We look for:

• Executive Presence & Communication: A 'Trusted Advisor' with C-suite gravitas and superb communication skills. You are opinionated, humble, and can build rapport and drive decisions in days, not weeks.

• Product & Strategy Mindset: A 'Product Thinker' and 'Systems Thinker' who can perform a SWOT analysis, understand a competitive landscape, and define 'what' to build and 'why.'

• Relentless Execution: An 'Execution Driver' with a 'Hands-On' mentality. You are relentless, an expert at escalation, and willing to do the unglamorous work to get the project done.

• Ideal Experience: Proven experience as a Deployment Strategist or in a high-growth startup environment in a hands-on 'builder' or 'founder' capacity. Alternatively, strong background in senior, client-facing product or delivery roles within leading technology companies or top-tier consultancies.

• Proven Skills: Demonstrated experience in value-based scoping (TCO/ROI), managing agile software projects, writing PRDs, and the ability/interest to travel up to 50%.

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What you'll do

As a Forward Deployed Engineer Strategist, you'll work on synthesizing disconnected streams of thought into a cohesive understanding of what the most important problem is, what the data means, what the product needs, what users are motivated by, and where the impact could be.

• Meet with strategic customers to understand their critical audio and voice AI needs and locate their biggest pain points.
• Identify relevant use cases through deep engagement with customer problems and workflows, and work with Engineers to implement their voice and audio AI technology into innovative solutions.

What you need

• Experience working with customers in a technical capacity.
• Basic proficiency in Python and understanding of API integration to implement scripts and help with prototyping/demo building.

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